Regulating B2B online reverse auctions through voluntary codes of conduct

Emiliani, M.L.

doi:10.1016/j.indmarman.2004.12.003

Cited by 44 publications

(33 citation statements)

References 22 publications

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“…Likewise, dissatisfaction with the results of prior bidding events will likely lead to discontinued eRA use (Emiliani, 2005). Sources of dissatisfaction may include:…”

Section: Prior Era Sourcing Satisfactionmentioning

confidence: 99%

Enhancing reverse auction use theory: an exploratory study

Hawkins

Gravier²,

Wittmann³

2010

Supply Chain Management: An International Journal

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Purpose -The purpose of this paper is to explore how a sourcing professional arrives at a decision to use an electronic reverse auction (eRA) to source a particular requirement by examining eRA appropriateness. Design/methodology/approach -Past eRA research findings are synthesized into a summary table. From a comprehensive review of the literature, theories of technology adoption, social influence, referent-dependence theory, and planned behaviour are discussed and synthesized into a model that explains the antecedents of eRA appropriateness. A case study methodology using structured interviews resulted in a refined model that sheds light on some of the controversial findings regarding electronic reverse auction appropriateness. Findings -Expected savings, buyer confidence, and prior eRA sourcing satisfaction are identified as new constructs that help explain the decision to source via eRAs. Additionally, perceived eRA appropriateness is proposed as a new construct that mediates the influence of external, strategy factors on the decision to source via eRAs. Research limitations/implications -Recent literature suggests that the benefits of reverse auctions are overstated and reverse auctions constitute a fundamentally coercive use of buyer power. Reconciling the conflicting supplier perceptions of reverse auctions as use of coercive power with buyer perceptions of cost savings requires an explanation for the factors that lead to the decision to source via eRAs. Practical implications -The modern competitive supply chain environment entices businesses to explore all avenues for cost savings. Explaining the drivers of reverse auction use illuminates the advantages and pitfalls of reverse auctions as a strategic sourcing venue. Originality/value -From an extensive review of the eRA literature and eight case studies, the authors propose a model that integrates and extends previous eRA research. Key insights from the model are the mediating effect of perceived eRA appropriateness and the integration of individual level variables with the strategic decision to source via eRA. Additionally, a table is provided summarizing the findings from relevant eRA research that reveals key insights into the phenomenon.

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“…Likewise, dissatisfaction with the results of prior bidding events will likely lead to discontinued eRA use (Emiliani, 2005). Sources of dissatisfaction may include:…”

Section: Prior Era Sourcing Satisfactionmentioning

confidence: 99%

Enhancing reverse auction use theory: an exploratory study

Hawkins

Gravier²,

Wittmann³

2010

Supply Chain Management: An International Journal

View full text Add to dashboard Cite

show abstract

“…Despite its widespread use, the tool is not without controversy (Emiliani 2005). Those who are in support of the tool have hailed it as a means for buyers to obtain lower prices, reduce sourcing cycle time, and make the sourcing process repeatable.…”

Section: Introductionmentioning

confidence: 99%

“…Lower purchase prices for the buyer generally imply lower margins for the supplier (Emiliani & Stec 2004;2005). The strong focus of ERAs on price may limit suppliers in their ability to emphasise non-price differentiators, such as quality, innovation capability, or service (Jap 2003).…”

Section: Introductionmentioning

confidence: 99%

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Do all suppliers dislike electronic reverse auctions?

Caniëls

Raaij

2009

Journal of Purchasing and Supply Management

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“…Indeed, ethics plays an integral role in the success or failure of any organization. Regarding the need for an organization to take an active role in the promulgation and formalization of its ethics, the possibility and viability of such practices was examined in a recent study where Emiliani (2005) stated, '''white papers,' and other forms of guidance are generally intended to inform sellers of challenges and opportunities, discourage the use of reverse auctions or clarify domains of appropriate use, or eliminate abuse by market makers, buyers, and sellers depending upon the perspective of the trade group'' (Emiliani, 2005, p. 530). In addition, it is important to emphasize that the consideration of ethics in current business management practices is especially critical because practitioners are constantly faced with decisions affecting (directly or indirectly) the marketing function, and each of these encounters renders ethical considerations in decision making all the more important and practical.…”

mentioning

confidence: 99%